2026 Barton A. Weitz: Business and Management Researcher – H-Index, Publications & Awards

Discipline name	D-Index	World Ranking	National Ranking	Publications	Citations
Business and Management	66	371	173	119	48061

Discipline name

D-Index

World Ranking

National Ranking

Publications

Citations

Business and Management

371

173

119

48061

Research.com Recognitions

2015 - Fellow of the American Marketing Association
1998 - AMA-Irwin-McGraw-Hill Distinguished Marketing Educator Award, American Marketing Association
Fellow of the Institute for the Study of Business Markets (ISBM)
Fellow of the Institute for the Study of Business Markets (ISBM)
Fellow of the Institute for the Study of Business Markets (ISBM)

Overview

Barton A. Weitz was affiliated with the University of Florida in the United States. Their research contributions centered primarily in the field of Business, Management and Accounting, with a focus on several subfields including Organizational Behavior and Human Resource Management, Strategy and Management, and Information Systems and Management.

The main topics addressed in their work encompassed Job Satisfaction and Organizational Behavior, Customer Service Quality and Loyalty, Corporate Social Responsibility Reporting, and Technology Adoption and User Behaviour. These thematic areas were reflected in their publications across notable venues.

Recent papers associated with Barton A. Weitz include:

Internal selling: Antecedents and the importance of networking ability in converting internal selling behavior into salesperson performance, 2020, Journal of Business Research
Internal Selling Behavior, Networking Ability, and Salesperson Performance--Model, 2020, PsycTESTS Dataset

Frequent co-authors collaborating with Barton A. Weitz were:

Bryan Hochstein
Willy Bolander
Kevin Bradford
Yongmei Liu

Their publications appeared recurrently in venues such as:

Journal of Business Research
PsycTESTS Dataset

Barton A. Weitz was recognized by several awards, including:

Fellow of the American Marketing Association, 2015
AMA-Irwin-McGraw-Hill Distinguished Marketing Educator Award, American Marketing Association, 1998
Fellow of the Institute for the Study of Business Markets (ISBM)

Best Publications

The use of pledges to build and sustain commitment in distribution channels.

Erin Anderson;Barton Weitz

5831
Citations
Determinants of Continuity in Conventional Industrial Channel Dyads

Erin Anderson;Barton Weitz

4294
Citations
Interactive Home Shopping: Consumer, Retailer, and Manufacturer Incentives to Participate in Electronic Marketplaces:

Joseph Alba;John Lynch;Barton Weitz;Chris Janiszewski

4055
Citations
The SOCO Scale: A measure of the customer orientation of salespeople.

Robert Saxe;Barton A. Weitz

3024
Citations
Learning orientation, working smart, and effective selling

Harish Sujan;Barton A. Weitz;Nirmalya Kumar

1679
Citations
Knowledge, motivation, and adaptive behavior : a framework for improving selling effectiveness

Barton A. Weitz;Harish Sujan;Mita Sujan

1654
Citations
Corporate Hypocrisy: Overcoming the Threat of Inconsistent Corporate Social Responsibility Perceptions

Tillmann Wagner;Richard J. Lutz;Barton A. Weitz

1626
Citations
The Use of Pledges to Build and Sustain Commitment in Distribution Channels

Unknown

1610
Citations
Adaptive Selling: Conceptualization, Measurement, and Nomological Validity:

Rosann L. Spiro;Barton A. Weitz

1454
Citations
Relationship marketing and distribution channels

Barton A. Weitz;Sandy D. Jap

1341
Citations
Personal Selling and Sales Management: A Relationship Marketing Perspective

Barton A. Weitz;Kevin D. Bradford

1228
Citations
Effectiveness in sales interactions: A contingency framework.

Barton A. Weitz

1146
Citations
Attributions in the Board Room: Causal Reasoning in Corporate Annual Reports

James R. Bettman;Barton A. Weitz

1067
Citations
Forward integration into distribution: An empirical test of transaction cost analysis

George John;Barton A. Weitz

974
Citations
Knowledge, Motivation, and Adaptive Behavior: A Framework for Improving Selling Effectiveness

Unknown

933
Citations
Interactive Home Shopping: Consumer, Retailer, and Manufacturer Incentives to Participate in Electronic Marketplaces

Unknown

923
Citations
Crafting Integrated Multichannel Retailing Strategies

Jie Zhang;Paul W. Farris;John W. Irvin;Tarun Kushwaha

805
Citations
Resource Allocation Behavior in Conventional Channels

Erin Anderson;Leonard M. Lodish;Barton A. Weitz

757
Citations
When Should a Retailer Create an Exciting Store Environment

Velitchka D. Kaltcheva;Barton A. Weitz

744
Citations
Salesforce Compensation: An Empirical Investigation of Factors Related to Use of Salary versus Incentive Compensation:

George John;Barton Weitz

605
Citations
Substitution in Use and the Role of Usage Context in Product Category Structures

S. Ratneshwar;Allan D. Shocker

590
Citations
Relationship between Salesperson Performance and Understanding of Customer Decision Making

Barton A. Weitz

520
Citations
The SOCO Scale: A Measure of the Customer Orientation of Salespeople

Unknown

460
Citations
Crafting Integrated Multichannel Retailing Strategies

Jie Zhang;Paul Farris;Tarun Kushwaha;John Irvin

76
Citations

Frequent Co-Authors

Erin Anderson INSEAD

Sandy D. Jap Emory University

Richard J. Lutz University of Florida

Steven P. Brown University of Houston

Robert W. Palmatier University of Washington

Ajay K. Kohli Georgia Institute of Technology

Daniel C. Feldman University of Georgia

Joseph W. Alba University of Florida

Chris Janiszewski University of Florida

John G. Lynch University of Colorado Boulder

External Links

Personal website of Barton A. Weitz Google Scholar page

If you think any of the details on this page are incorrect, let us know.

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